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Selling Skills for Professionals [electronic resource].
- Format:
- Book
- Author/Creator:
- Tasso, Kim.
- Language:
- English
- Subjects (All):
- Marketing.
- Sales promotion.
- Selling.
- Local Subjects:
- Marketing.
- Sales promotion.
- Selling.
- Physical Description:
- 1 online resource (219 p.)
- Place of Publication:
- London : Thorogood Publishing, 2000.
- Language Note:
- English
- Summary:
- Presents a report, which guides professionals through the fundamental knowledge and skills needed for effective selling.
- Contents:
- About the author; Preface; Chapter 1: Introduction; Chapter 2: Research results; Chapter 3: What is selling?; Chapter 4: Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; Chapter 5: Selling frameworks and models; Chapter 6: Selling skills; Chapter 7: Competitive tendering; Chapter 8: Account management; Chapter 9: Company wide issues on selling; Appendix 1: Sales jargon buster; Appendix 2: Useful sales related books; Appendix 3: Self-appraisal of service performance; Appendix 4: Internal service review questionnaire and example questions
- Appendix 5: Full account management planAppendix 6: Summary account management plan; Appendix 7: Checklist: Are you ready to sell?
- Notes:
- Description based upon print version of record.
- ISBN:
- 1-280-23305-2
- 9786610233052
- 1-4237-2140-3
- 1-85418-579-9
- OCLC:
- 191039135
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